如何写好外贸函电-袁庆平.ppt

如何写好外贸函电,讲师：袁庆平 ecogoing,国际贸易中，贸易的双方往往是远隔千山万水，90%的沟通是通过互联网。 网络沟通有多种方式，如：电子邮件，MSN，SKYPE， YAHOO通，TRADE MANAGER。 与普通信函和电话相比，“电子邮件”以它快捷，经济和安全等特点而成为目前在国际贸易中最普遍应用的沟通方式。,一. 写好外贸函电的基础,良好的英语基础 基本的沟通，专业术语的掌握 对公司和产品的熟悉,二. 写外贸函电的步骤,读 电子邮件 1. 逐字逐句的读； 2. 不放过任何“不明白的句子”和“不认识的单词”； 3. 注意句子的“主语”和“宾语”，明白他们所指代的对象。,二. 写外贸函电的步骤,整理思路 1. 英语不是我们的母语，我们很难做到“下笔如有神”。如果事先将自己要表达的几点列一个提纲，再下笔的时候思路会非常的清晰，而且不会有遗漏； 2. 思路清晰的邮件会给客户留下良好的印象。,二. 写外贸函电的步骤,写邮件 检查邮件 1. 对邮件进行瘦身简化； 2. 检查是否有拼写错误，数字是否正确； 3. 表达的意思是否明确、清楚、完整； 4. 检查收件人、抄送人是否正确。,二. 写外贸函电的步骤,发送邮件 1. 邮件“标题” 简洁、清楚的标题可以引起客户的注意，吸引客户阅读； 2. 清楚的“标题”便于自己日后查找相关内容； 3. “签名档” 内容完整、有序。,邮件标题举例：,“ ALK Supplier of Plastic Machinery, China” “ David 15 new designs of vase” “ 10% discount of leather gloves, stock available! ”,邮件标题之4忌：,忌空白标题； 忌中文标题； 忌长话标题； 忌问候标题；,写外贸函电的几点原则：,准确性 内容的准确性 例：报价 1. 是否是客户需要的产品； 2. 其他附加条件是否已经考虑在内； 3. 价格计算是否准确。,写外贸函电的几点原则：,准确性 拼写和语法 收件人和抄送人,写外贸函电的几点原则：,简洁、明了 例：第一封回信 Dear Carol, We are very interested in your T shirts, could you give me a quotation and supply several pieces of samples for free? Best regards, Alice Williams Manager of xxx,Dear Ms. Williams, Its a great pleasure for us to receive your inquiry dated on Jan.24, 2011. We are very glad to make use of this rare chance to establish our business relationship with you! Besides of T shirts, we also have a lot of good sales products, we would like to introduce them to you too. I believe you will be very satisfied with them too. The quotation of our t-shirts is US$2.85/pc. Our price is very competitive, I believe you will be satisfied with this price, and have very big sale in your market. Your prompt reply will be highly appreciated! We are looking forward to receive your early reply! We will establish a long-term business relationship with our good quality and good price! Your sincerely, Carol Wang,Dear Alice, Very glad to receive your inquiry! Happy to know you are interested in our t-shirts. Before I quote you the price, I need know your target qty and finishing method. Would you buy Natural color or Dyed ones? Our normal MOQ for t-shirts is 500pcs per color, total 2,000pcs per order. Our companys policy dont allow us to supply samples for free. But if you can supply your courier A/C no., I would like to send several samples for your reference after other details were confirmed. Waiting for your early reply! By the way, I have listed my contact info below. If you have any other questions, please add my MSN or Skype. I will be very glad to discuss with you. Best regards, Carol Wang Garment Dep. Sales E-mail: xxxxx MSN: XXXX SKYPE: XXXXX Tel: 86-532-1234567 Fax: 86-532-7654321,写外贸函电的几点原则：,简洁、明了 1. 用简单、熟悉、常用的词，尽量不用生词或者连自己都搞不通的词； 2. 尽量用短句，不要用长句； 3. 坚决删掉与主题无关的内容，如客套、寒暄等。,写外贸函电的几点原则：,条理清晰 完整 专业 量化 例：一封邮件包含多项事情,Dear Carol, Thanks for your hard work recently and hope everything is going fine there! Here we have some requests on the on-going things. For t-shirts, when you can supply me the color samples, and when I can receive the size sample. And do you have any idea of the delivery time after we confirmed everything? Some of our customers urgently need some fabrics of our last order, could you send 2 rolls to me by air first? I also need the quotation of the below fabrics, A. & B I need your price to confirm the order with my customer. I can probably arrange some payment of our last order. Take care, Alice,Dear Carol, Yes, everything is going fine here, dont worry. Please check my reply below: For t-shirts, when you can supply me the color samples, and when I can receive the size sample. And do you have any idea of the delivery time after we confirmed everything? Alice: Both color samples & size samples will be finished within 2 days, I will send them by FedEx as soon as I got, and inform you the tracking no. After you confirmed all the samples, we can finish the whole order within 2 month as we quoted you before. Some of our customers urgently need some fabrics of our last order, could you send 2 rolls to me by air first? Alice: Yes, no problem we can send 2 rolls first. How about around 150m? Send to LA still? The freight cost will be around US$600 for 150m. I can send them out within 3 days after you confirmed.,I also need the quotation of the below fabrics, A. & B I need your price to confirm the order with my customer. Alice: MOQ for both fabrics is 500m. A price is : FOB QINGDAO, US$xxx B price is : FOB QINGDAO, US$xxx Please inform me after you get confirmation from your customer. I can probably arrange some payment of our last order. Alice: Great News! How much you can arrange? Please send bank receipt after you wired. Thanks! Best regards, Alice Take care, Carol,写外贸函电的几点原则：,条理清晰 1. 分段，每件事情分一段； 2. 根据客户的问题或内容，将客户的邮件分为几段。然后分别在客户的邮件下以不同的字体或颜色回答。,写外贸函电的几点原则：,完整 比如报价： 报价不仅仅是一个价格，还有其相对应的数量，包装方式，运输方式，付款方式，质量要求等等,写外贸函电的几点原则：,专业 1. 尽量使用专业术语，即“行话”； 2. 专业精神：诚信，细致，严谨,写外贸函电的几点原则：,量化 能量化的东西尽量都量化，不要用一些模棱两可的形容词 例如：as quickly as I can, soon, big, high要写成：within 2 hours, tomorrow afternoon, reach 2000meters,Express your gratitude,Providing the information that the client request,Recommend other products,Self-introduction,State your wishes,Structure of Business Letter Writing,Dear Alice, We got your information from xxx, knowing you are a famouse wholeseller of babywears. We are a leading manufacturer in Childrens wear in China, our products have been exported to customers all over the world, such as xxxx. You can learn more info about our company through the website I listed below. Please dont hesitate to contact us if you have any questions, and we will be very happy to establish a long term business relationship with you in the near future. Waiting for your early reply! Best regards, Carol Wang Garment Dep. Sales E-mail: xxxxx Website: www. A MSN: XXXX SKYPE: XXXXX Tel: 86-532-1234567 Fax: 86-532-7654321,跟进邮件,已成交客户,催款 备货情况及时沟通 发货后的及时通报船务信息 后期跟踪到货情况 催促客户翻单 其他产品的推介,Dear Mr. Field, Due to rising price in the world-wide Garments market, from October 1, price for our products will increase by 10%. Since you are a valued customer of long standing, we wish to give you the opportunity to beat the price increase by ordering now at the current prices. In addition, we are willing to give you a discount of 5% on all orders of more than US$ 30,000. We believe that you will see the advantages of this arrangement, which will save you at least 15% on Childrens Wear purchases in the coming months. We look forward to your early reply. Best Regards, Amy,从未回复的客户,定期关怀 特价或有新产品时及时通知 寻找新的合作点 把握“度”,Dear Mr. Gary, How are you? Hope everything is OK with you all along. Now we are writing for keeping in touch with you for further business. If any new inquiry, welcome here and we will try our best to satisfy you well with competitive price as per your request. By the way, how about your order with item 106.249? If still pending, we would like to offer our latest price to promote an opportunity to cooperate with each other. Warmest Regards, Amy ABC COMPANY,有回复未成交的客户,已报价情况 已寄样品情况 已沟通过的技术参数情况,Dear Mr. Tom Sawyer, Good morning! Hope you have got a wonderful weekend! For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of * dated * * * according to your relative inquiry. Have you got (or checked) the prices or not? Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on service of you in near future. Looking forward to your prompt response. Thanks and best regards, Amy,谢谢大家！,